15.665 | Spring 2014 | Graduate

Power and Negotiation

Instructor Insights

Course Overview

This page focuses on the course 15.665 Power and Negotiation as it was taught by Professor Ofer Sharone in Spring 2014.

This course provides understanding of the theory and processes of negotiation as practiced in a variety of settings. With an emphasis on simulations, exercises, role playing and cases, students are given an opportunity to develop negotiation skills experientially and to understand negotiation in useful analytical frameworks.

Students experienced and experimented with different negotiation strategies and tools, recognized and correcting common mistakes, and reflected upon their experiences in order to increase effectiveness in negotiating.

Course Outcomes

Course Goals for Students

After taking this course, students will be able to:

  • Garner a fair share of what is negotiated
  • Recognize opportunities to create value that others might overlook
  • Strategically analyze negotiation situations and avoid common mistakes
  • Build lasting working relationships with negotiation counterparts
  • Handle difficult conversations in business and life
  • Reflect and learn from experiences

Curriculum Information


Permission of the instructor. Undergraduates may register for this subject provided they are ready to participate with the intensity expected for a grad H-level subject.

Requirements Satisfied

H-Level Graduate Credit


Every fall and spring semester


The students’ grades were based on the following activities:

  • 40% Reflective memos (8% each)
  • 30% Paper and presentation proposal
  • 30% Class attendance and participation

Student Information


About 70 students

Breakdown by Year

Primarily graduate students with a few undergraduates.

Breakdown by Major

Primarily MBA students, some graduate students from Engineering, and cross-registered graduate students from other schools such as the Kennedy School.

Typical Student Background

Students who have an interest in systematically learning and practicing effective negotiation strategies.

How Student Time Was Spent

During an average week, students were expected to spend 9 hours on the course, roughly divided as follows:

In Class/Lecture

Met 1 time per week for 3 hours per session; mandatory attendance.

Out of Class

  • Homework, reading, research, and preparation for in-class simulations.
  • Students were expected to write 3 reflective memos based on simulation exercises in addition to one real life memo and one grand finale memo throughout the semester.

Course Info

As Taught In
Spring 2014
Learning Resource Types
Lecture Notes
Written Assignments with Examples
Presentation Assignments
Instructor Insights